January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p76
Academic Journal
This article discusses several articles related to motivation, published in various journals. According to the article "The Myths of Micro-Management," by Bryan W. Armentrout, published in the journal H.R.Focus, although most popular sales management books deal with motivational theory, it is always useful to keep up with current thinking on management styles. This brief article outlines some of the most prominent fallacies of the close supervision of employees. According to the article "Dump the Cash Load on the Praise," by Bob Nelson, published in the Personnel Journal, the choice of intrinsic versus extrinsic reward and motivational stimuli is an important aspect of managing salesforces. This article outlines the latest thinking on the efficacy of intrinsic motivation. The article "Salesforce Behaviour: In Search of Motivational Determinants," by Antonis C. Simintiras, John W. Cadogan and Geoffrey A. Lancaster, published in the journal Industrial Marketing Management, focuses on motivational determinants of sales-person performance.


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